Engineering Sector

Product: Ceramic Filters

Service Used: Customer Direct now Satellite Office

View the Madison Filter Case Study

SALES DIRECT completed its first Customer Direct [Satellite Office] project for Madison Filter in September 2005.

Madison has successfully applied a high tech product in the environmental field to key markets around the world with the notable exception of the USA. We decided to focus the eight-week resource on two of our key application areas. SALES DIRECT identified 79 potential purchasing companies that fitted the brief we agreed at the start up. We liaised closely to prepare a direct phone approach and a sharp set of follow up materials as hard copies and in pdf format, presenting the benefits of using our technology and introducing Madison Filter.

SALES DIRECT’s assigned Project Manager, Jamie Flaningam, then completed 6 weeks of calling to decision makers in the 79 prospect companies. Jamie was on the ball with good follow up and referred enquiries back to us with weekly progress reports. We knew exactly where we were throughout the process.

Of the original companies approached, 19 were converted into active leads (1 in 4) from cold. These companies have the right kind of buying potential - averaging $150 million in annual sales.

In addition to generating imminent sales, The Customer Direct service has increased the awareness of Madison Filter’s technology and track record to key players in the two sectors we targeted. In turn, we plan to use the detailed contact information and awareness we have gained of our market to pull the additional “future contact” prospects that SALES DIRECT generated right through to real lead status.

The project results and the feedback we have gained prove that:

  • It takes perseverance and a sustained effort to get the ear of the right people.
  • There is a market for our product range in the US and we are on the right track to establish a viable profitable business in this key market.

I am very happy with the professional service SALES DIRECT has delivered. I plan to use the resource again to continue building our US business.

Gary Elliott
General Manager
Cerafil Division
Madison Filter Ltd

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